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by Ron Strandin February 5, 2020

Taming the Sales Forecasting Challenge – Funnel Reviews for Executives

Being in sales requires being an optimist.  Regular rejection and the pressure of hitting your numbers means you have to believe in what you are doing.  Keeping your salespeople optimistic is a must and relying on their predictions of sales revenue requires some filtering.

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by Eric Morse January 30, 2019

The Importance of Coaching & Mentoring In B2B Sales

In the fast-moving world of B2B sales, maintaining a fresh, modern, and cutting-edge sales philosophy is what’s really going to drive conversions all throughout your sales team and sales process. Now, there are a number of different ways you can go about implementing an effective sales philosophy, but one of the most cost-effective ways to go about it is to simply implore your sales leadership to provide strong coaching and mentoring for your lower-level sales representatives.

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by Eric Morse October 30, 2018

For CEOs: Traits Your Sales Leaders Should Exhibit

I have been truly humbled in my career, by working with and for amazing sales leaders. Even today in my sales consulting firm, I am constantly amazed at how these amazing individuals exhibit these behaviors and assets. I have not included in this blog assets like honesty, values, proven skills, trust, leadership and communication — I will leave these for another time. 

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by Eric Morse October 3, 2018

The Missing Element in Sales Training: Certification

As we all know and have probably experienced in our career, there are a lot of sales training programs out there in the marketplace. We typically sit in a room for hours or sometimes days listening to an instructor tell you how to close more deals or improve a certain skillset. . 

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by Stephen Abrahms April 12, 2018

3 Things Sales Leaders Get Wrong When Coaching Sales Reps

Cliff is not your top sales performer. A “C” player at best, Cliff rarely makes his quota. And he never tries to improve. Cliff seems perfectly happy with the status quo, which bothers you as a sales leader whose younger years were spent as a hungry sales rep, always innovating your approach and working hard to exceed your own number. To top it all off, if Cliff could just up his numbers by 10%, it would help your branch move to second place in your company.

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by Stephen Abrahms February 14, 2018

How to Ensure Your Sales Reps Don't Flirt with the Competition

I receive a lot of love letters from recruiters asking for first dates to chat about “exciting sales opportunities”. The position is not a career progression opportunity, but a similar business development role at a different company. Clearly, these recruiters don’t expect me to be faithful employee.  

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by Eric Morse December 1, 2017

From CEO to CEO: Best Practices for Sales Leadership Greatness

I've learned countless lessons as Sales Result's CEO, some the result of great decision-making, others from making mistakes. Fifteen years later, I use these learnings to coach sales leaders to be the best version of themselves. Today's blog features five key points that I incorporate into every executive coaching engagement, and that I believe are incredibly important for any CEO or sales leader to remember. 

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by Liz Stone September 13, 2017

Sales Leadership Takeaways from Vince Lombardi’s Famous Speech

“Winning is not a sometimes thing; it’s an all the time thing” is one of legendary coach Vince Lombardi’s most famous lines. It comes from his motivational speech “What It Takes to Be #1”, in which he provides a glimpse into his coaching philosophy which can be applied to any kind of organization, including that of sales.

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by Liz Stone April 26, 2017

The 12 Elements of a Winning Sales Organization

An effective sales organization is at the heart of a successful company. It is the sum of many parts, all of which work together for the achievement of selling objectives such as increasing sales, maximizing profits, and expanding market share.

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